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salespodder

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Relationship/Potential Two-by-Two

There’s very many situations that gain clearer expression with application of the good ol’ 2×2 matrix. When I delivered a day’s coaching on political mapping not long back, the assembled throng thought that the Product Market Grid was the earliest business example, yet a case could be

Madejski Drive

More BBC documentary action recently unfortunately featured a flagrant attempt to label John Madejski as an archetypal ‘money can’t buy happiness’ case study. As Britain’s 168th richest person when filming began (worth £325m) the film-maker was transparent in his efforts to show the glum side of extreme wealth.

Bankers Knock Doors

As silly season nears its end, the Beeb offered us another one of its reality business shows masquerading as light entertainment. It sent a pair of out-of-work former bankers to fall flat on their face or work some magic for hard-pressed small businesses in the sticks. Both in their late

The Bullet Point Problem

A magazine piece [http://news.bbc.co.uk/1/hi/magazine/8207849.stm] on the Beeb’s news site poses an interesting question. How many memorable powerpoint presentations have you ever sat through? Almost since the day I discovered slide creation software (it was so long ago that is was

The Irresistible Pull Of Irrational Behaviour

I learnt of a recent book with the intriguing subtitle above in general surfing around about how you can influence decision making; Sway being the snappy title. I found that the authors had begun a blog but unfortunately ran out of steam after 14 posts. Nevertheless, two of them happily

Talk Positive Indicators

For the first time during our credit crunch recession, this week saw the good economic news trump the bad. The trend since Q2 (when the world seem to fall off a cliff – UK output decreasing a whopping, unprecedented 2.4%) which has been for the odd growth stat to muddy

Uncovering Creativity In Interviews

Someone asked me the other day about my approach to the recruitment of salespeople. Specifically, the conversation was around how you can get to know the real person you seek to hire. I listed a number of traits that I try to home in on, in a way that I

Find A Useful Quotation

Silly-season surfing dropped me off at a sales-orientated site where one recent article listed twelve quotes [http://www.managesmarter.com/msg/content_display/sales/e3idb676dc68387c3add77e4c9d17de098b?imw=Y] that the author liked to use in sales situations. They focus on things to say when needing to manage and motivate salespeople. I

The Success Continuous Journey

Here’s a lovely 4-minute clip from one of those TED speakers, Richard St John [http://www.ted.com/talks/richard_st_john_success_is_a_continuous_journey.html]. Any salesperson that is struggling with scraping by when once they were unassailable will undoubtedly love this message. Similarly, anyone worried

Abstract Problems into Concrete Cash

Excellent insight via Selling Power [http://www.sellingpower.com/html_newsletter/article.asp?usr=SP3774485844&NLid=1&Layout_ID=916&ARTid=4066&nDate=July+15%2C+2009] about how to pursue typically hesitant prospects appearing unaware of the precise financial impacts of their current woes. According